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too many times sales professionals especially mortgage loan Originators make a mistake that they feel like they need to contact pitch and close in one meeting or in one attempt to to communicate and sales just doesn't work that way I have learned over the past 20 years sales is a three-step process the first step I have to get my counterparty to engage with me that means I have to get them to return my voicemail that means I have to get them to reply to my text message that means I have to get them to comment on my social media post or respond when I commented on their social media post I first need to get them to engage once I have their engagement I now have the opportunity to pitch or present in the pitch and present process they can this can be done over the phone it can be done face to face and belly to belly it can be done over a zoom but this is my opportunity to actually get to know them allow them to get to know me and talk about my product and my service and if I'm lucky I'll be able to close them on the spot but usually sales doesn't work that way that's where the third step comes in the third step is the followup and the close so first step I need to engage and by the way it sometimes takes up to seven engagement attempts before you have obtained enough acknowledgment that they're inviting you to come pitch and present step two is to pitch and present this is that face-to-face meeting this is the zoom or maybe it's in a very intentional phone call and then once you've had that meeting you've given that presentation you very well are going to have to follow up once twice maybe even three times where you are able to Circle back on the initial presentation and ask for the business so moving forward please quit looking at a realtor meeting or a call with a prospective borrower as an opportunity for you to engage pitch and sell in a three for one it typically never is a three for one it's three individual steps at which point it could require seven attempts for engagement in up to three attempts to close the deal [Music]